In 2019, we noticed a particular trend that we fully expect to continue into the 2020s: companies are looking at selling as a team sport. Role-based, prescriptive learning is still critical, there are nuances to every role, and when learning a new sales methodology or new global method strategy, companies focus on regionalized learning, because culture and tools are specific to every region.
However, there’s an emerging trend around team-based selling – where the BDRs, CSMs, and solution architects are focused on learning their piece of the puzzle in key accounts. They’re learning their roles and responsibilities, and their communication process – basically how to develop a better wrapper and CX experience for the customer.
In 2019, we saw that when companies were given the opportunity to choose whether to segment virtual instructor-led learning, enablement and sales leaders are saying ‘no, I want anyone who is customer-facing to learn the same material in a region so they can take that information and build a team-based structure around that learning.’ For the longest time, companies were segmenting their sellers based on roles – so, for example, there would be BDRs based in America vs. Europe vs. other locations worldwide. That practice seems to be going by the wayside.
Imagine learning social selling in Latin America – their responsibility is to figure out roles and responsibilities, communication plans, and process plans for selling. The big takeaway here for you when building out your plan for the 2020s is to start thinking about what we’re saying from a trend perspective: social selling, while it has nuances in roles, it is most important that you all play a piece of the puzzle in a customer experience, and you each bring a very specific piece to the success. So, you all need to
learn the overarching skills. How you deploy will vary on each of your roles and responsibilities and regions, because language, culture, and location are the pieces that get contextualized.